Agenda
Tuesday, May 16, 2023 / 12:30 PM - 01:00 PM PDT
Daniel Hawkyard, Sr Principal, Advisory, Gartner
In today's age of complex buying consisting of 12+ members of the buying group with several switching during the buying process, relationships — the ones you have and don't have — matter more than ever. This session covers best practices and technologies that better identify, prioritize, map and link individual and organizational relationships to specific opportunities and initiatives.
Tuesday, May 16, 2023 / 02:30 PM - 03:00 PM PDT
Jennifer MacIntosh, Sr Director Analyst, Gartner
GTM teams - Sales, account management, renewals, and customer success often struggle to align on a model for ownership of the customer relationship. In reality is there no single owner of the customer, and in today's world, effectively supporting customers requires a matrixed coverage model of different resources from the different teams to deliver warm handshakes as the customer progresses through the life cycle.
Tuesday, May 16, 2023 / 03:15 PM - 04:00 PM PDT
Jam Khan, SVP PRODUCT MARKETING, 6sense
These days, the B2B buying process unfolds almost exclusively online. How can Manufacturers keep up with these ever-changing (and increasingly digital) buyer behaviors?
Jam Khan, SVP of Product Marketing at 6sense, will lead a roundtable discussion to explore:
How to nurture customer relationships in the digital age of Manufacturing
Understand how buying behaviors are changing
Identify when customers are ready for cross-sell opportunities
Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT
Greg Hessong, Sr Director, Advisory, Gartner
This breakout will cover the essential technologies sales managers need to unlock the full potential of their teams. We'll dig into 3 use cases: pipeline and forecast management, deal coaching and rep performance management. We'll also examine how AI is rapidly changing the way sales leaders perform their roles. Walk out of this breakout with ideas for improving your frontline management capabilities.
Tuesday, May 16, 2023 / 09:30 AM - 10:15 AM PDT
Robert Blaisdell, Sr Director Analyst, Gartner
Alice Walmesley, Director, Advisory, Gartner
Compounding disruption in the economic environment and evolving buying dynamics have left many sales organizations scrambling to adapt and meet revenue goals. Advances in artificial intelligence and sales analytics offer some clarity in an uncertain B2B sales world, but these solutions prompt sales leaders to ask: What should the human role look like in this new environment?
Learn which specific approaches, capabilities and investments must be prioritized to boost revenue growth, seller motivation and customer engagement in a constantly changing B2B landscape.
Tuesday, May 16, 2023 / 11:00 AM - 11:30 AM PDT
Dan Gottlieb, Sr Director Analyst, Gartner
This fast-paced, high-octane session explores nine breakthrough technologies for improving B2B buyer engagement, their use cases, and how to explore introducing them into your revenue tech stack: AI-sales email, virtual reality, visual configuration, demo automation, visual collaboration, conversation intelligence, content automation, collaborative work management, and digital sales rooms.
Tuesday, May 16, 2023 / 11:45 AM - 12:30 PM PDT
Todd Abbott, EVP Corporate Development, Mediafly
CEOs and investors are demanding sustainable, predictable growth. Simply adding headcount and budget to achieve goals is no longer a viable option. To win predictably and sustainably, revenue leaders must enable their teams to operate at maximum efficiency, eliminating non-core sales activities, and arming them with tools to target and engage accounts effectively and successfully.
Join Mediafly’s EVP, Todd Abbott, for a discussion on the crucial roles revenue enablement, top tier sales tech, and an insights-driven GTM strategy play in ensuring your teams operate at maximum efficiency.
Tuesday, May 16, 2023 / 02:30 PM - 03:00 PM PDT
Jennifer MacIntosh, Sr Director Analyst, Gartner
GTM teams - Sales, account management, renewals, and customer success often struggle to align on a model for ownership of the customer relationship. In reality is there no single owner of the customer, and in today's world, effectively supporting customers requires a matrixed coverage model of different resources from the different teams to deliver warm handshakes as the customer progresses through the life cycle.
Tuesday, May 16, 2023 / 04:00 PM - 04:30 PM PDT
Greg Hessong, Sr Director, Advisory, Gartner
Buyers have grown increasingly resistant to sales prospecting efforts. As a result, sellers struggle to build pipeline as time with buyers declines. To increase engagement and improve the buying experience, a deeper understanding of buyer needs, preferences and behaviors is critical. Leading organizations are using situational awareness to create choreographed digital engagement strategies to better connect with buyers and improve pipeline generation.
Tuesday, May 16, 2023 / 04:00 PM - 04:30 PM PDT
Alyssa Cruz, Sr Principal Analyst, Gartner
In times of uncertainty, there can be increased pressure to tighten up your technology stack. To do so, sales leaders must understand how tech supports sellers in the customer buying journey, as well as how to measure the success of tools to understand where issues may exist.
Tuesday, May 16, 2023 / 04:00 PM - 04:30 PM PDT
Michael Katz, Director, Research, Gartner
CSO's are focused on driving seller productivity and revenue growth. To accomplish this goal, CSO's task Enablement leaders with training sellers on playbooks, scripts, and adherence to processes. However, the push for prescription can lead to seller disengagement and decreased performance. In this session, we discuss how Sales Leaders can focus on seller empowerment initiatives to drive business outcomes.
Wednesday, May 17, 2023 / 11:15 AM - 12:00 PM PDT
Cory Factor, PRESIDENT, DIGIDECK by Sportsdigita
CRO's and CSO's today are facing both new and growing challenges while sales and growth targets continue to increase. Leads may be fewer and more costly, buying committees and sales cycles have grown, and available time for buyer and seller engagement are near all-time lows. This discussion will help executive sales leaders see how they can address these challenges and more with modern sales presentations that bring buyers and sellers together while providing your sales team with unique insights and tools to help optimize the buying experience for their prospects.
Wednesday, May 17, 2023 / 01:10 PM - 01:30 PM PDT
Mary Shea, Co-CEO, Mediafly
Gone are the days of growth at all costs. Welcome to the era where efficiency reigns. Demographic shifts, uncertain markets, and shifting buyer behaviors are forcing GTM teams to rapidly adapt. But, change brings opportunity for those ready to seize it.
Join Mediafly’s co-CEO, Mary Shea, PhD, as she shares new research and mini case studies detailing how agile sales teams can coach and engage more effectively to drive predictability and wins — with even the most risk-averse buyers. Attendees will leave with a blueprint to build, retain, and grow long-lasting, trusting customer relationships.
Wednesday, May 17, 2023 / 02:45 PM - 03:15 PM PDT
Bill Yetman, Sr Director Analyst, Gartner
Learn about best practices for actioning information from sales and marketing about the buyer for seller use. This will go beyond the steps a buyer must take and talk about the tasks they must complete in order to feel confident in completing a purchase.
Tuesday, May 16, 2023 / 11:45 AM - 12:15 PM PDT
Tim Mcgee, VP, GLOBAL SALES OPERATIONS, Elsevier
Chris Albro, VP ENTERPRISE SALES, Outreach
Hear VP, Global Sales Operations, Tim McGee, discuss how Elsevier helped reps overcome new tech hesitancy to instead embrace it as a compliment to their work. With Outreach, Elsevier’s reps successfully balance in-person & digitalized workflows to build customer relationships, accelerate new seller onboarding & make decisions about content & messaging that increases pipeline coverage. Outreach enables Elsevier reps & sales leaders to focus on the parts of their work they are particularly well suited for like prospecting, building a stronger cadence with customers & improving reply rates.
Tuesday, May 16, 2023 / 01:35 PM - 01:55 PM PDT
Molly Mckinstry, HEAD OF SALES, Calendly
Will Spendlove, VP, PRODUCT & PARTNER MARKETING, DOCUSIGN
Buyer habits are changing, budgets are shrinking, sales cycles have lengthened, and yet sales teams are still stunted by slow digital transformation. It’s not all doom and gloom. Automation means an opportunity to drive sales and elevate your customer experience. Calendly and DocuSign will show you how to lean in on automation to speed up your sales cycle to close deals faster. You’ll learn competitive automation strategies that fit into existing workflows; how to create buy-in with go-to-market stakeholders; and ways to measure automation effectiveness on pipeline.
Tuesday, May 16, 2023 / 01:45 PM - 02:15 PM PDT
Red Hat is undergoing a digital transformation to enable their continued double-digit growth through building and managing their pipeline with best-in-class sales automation and tools across their GTM stack. As a pioneer and leader in the open-source movement, their sales teams partner with the world’s largest companies to drive innovation through the power of open-source operating systems and software. By enabling their sales team to better know their customers through AI and automation combined with disciplined pipeline management, Red Hat continues to set the bar for B2B software sales
Tuesday, May 16, 2023 / 04:00 PM - 04:30 PM PDT
Shiela Rahimian, Director, Advisory, Gartner
72% of organizations cite pipeline generation as a critical priority, however building pipeline has become more challenging in today's commercial environment and requires sales organizations to be more strategic in their approach. CSOs struggle to generate a high volume of quality pipeline at scale due to 4 key element that are overlooked when building pipeline. This session will have you take a look under the hood of your pipeline machine to ensure you have the key elements needed to drive higher pipeline conversations and growth.
Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT
Greg Hessong, Sr Director, Advisory, Gartner
This breakout will cover the essential technologies sales managers need to unlock the full potential of their teams. We'll dig into 3 use cases: pipeline and forecast management, deal coaching and rep performance management. We'll also examine how AI is rapidly changing the way sales leaders perform their roles. Walk out of this breakout with ideas for improving your frontline management capabilities.
Tuesday, May 16, 2023 / 11:00 AM - 11:20 AM PDT
Shayne Jackson, Sr Director Analyst, Gartner
The sales training market is filled with vendors who all promise to cure what ails your organization. Many of them are very capable but driving long-term success is as much about which vendor you select as it is about what will happen in time that follows the training. This session will guide you through the sales training provider selection process to make sure you find a vendor that will build new, long-lasting seller skills that will change the trajectory of your revenue.
Tuesday, May 16, 2023 / 11:00 AM - 12:30 PM PDT
Rachael Buchler, Sr Director Analyst, Gartner
Billy Luckey, Director, Advisory, Gartner
By 2025, the majority of the global workforce demographic will consist of Gen Z and millennials. Coaching approaches of today must shift to accommodate the different needs of this workforce. This population not only want to be coached, they expect it. Learn a fast and flexible coaching model that centers on curious mindsets and stretches their knowledge with feedback dialogues at the core.
Tuesday, May 16, 2023 / 01:10 PM - 01:30 PM PDT
Krista Glantschnig, HEAD OF GLOBAL PRESALES, Litmos
Christie Bacchus, DIRECTOR OF MARKETING, Litmos
It’s tough out there for salespeople. Many are adapting to new work models and customers who are more informed than ever. In fact, 82% of reps say they’ve had to recently adapt to new ways of selling. Yet, you can ease these adjustments and reduce sales performance stress – by delivering training directly within the CRM, so they can learn in a known environment and feel supported in success. Join us for tips on making training an easy habit that improves sales performance. And, see a real-world example of how Litmos integrates with Salesforce for inspiration for your sales and partner teams.
Tuesday, May 16, 2023 / 02:30 PM - 03:15 PM PDT
Elizabeth Beard, Director Analyst, Gartner
Learn about the different types of common sales methodologies in order to make a more educated decision on which methodology is right for your organization. Additionally we'll discuss how to best launch a sales methodology, whether that's through the use of a sales training service provider, do-it-yourself model, or a combination of both.
Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT
Steve Rietberg, VP Analyst, Gartner
Typical seller productivity metrics tell a limited story. They allow managers to gauge performance using arbitrary targets, but they don’t reveal which success factors really drive individual performance. Join this session to learn how comparative performance metrics enable leaders to understand why top performers win.
Wednesday, May 17, 2023 / 10:30 AM - 11:15 AM PDT
Bill Yetman, Sr Director Analyst, Gartner
Conventional curriculum building is guided by the authoring platform or LMS capabilities. But neither of these tools is optimized to leverage the andragogical advantages that exist in adult learning models. This breakout is focused on identifying how silo-specific training methodologies help in volatile economic climates; how to create cohort-led problem-solving challenges around mission-critical opportunities; and building curated learning paths based on skill-gap analysis.
Wednesday, May 17, 2023 / 12:00 PM - 12:30 PM PDT
Doug Bushée, VP Analyst, Gartner
Too often, sales leaders believe that digitally transforming the sales organization means buying technology to simplify business processes. But technology on its own frustrates sellers and can complicate the selling environment. In this session sales leaders will learn how to avoid three pitfalls during sales digital transformations which are the lack of a clear and compelling destination, using a top-down change management plan, and underinvesting in the people using the technology.
Wednesday, May 17, 2023 / 02:45 PM - 03:15 PM PDT
Marty Resnick, VP Analyst, Gartner
This session will explore what the metaverse, specifically driven by digital humans and transformation by spatial computing, will mean to the future of sales and sales teams.
Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT
Shayne Jackson, Sr Director Analyst, Gartner
Today's sellers, not just Gen Z, can benefit from a different approach to onboarding. Learning styles have changed and if we haven't adapted our teaching methods appropriately, we're missing a huge opportunity to speed up the path to productivity. This session will present the best ways to revamp sales onboarding to better prepare new hires for their new roles and identify opportunities to streamline their onboarding process.
Tuesday, May 16, 2023 / 11:00 AM - 11:45 AM PDT
Sandhya Mahadevan, Sr Director Analyst, Gartner
Channel partners are an extension of your sales team but your PRM stack should not be identical to your CRM/RevTech stack. This session will highlight unique considerations and capabilities for designing a robust PRM stack that is cohesive with your RevTech stack.
Tuesday, May 16, 2023 / 02:30 PM - 02:50 PM PDT
Don Scheibenreif, Distinguished VP Analyst, Gartner
From autonomous vehicles, to factory robots to washing machines, billions of machines will have the ability to be your customers. Will you be ready? Don Scheibenreif will talk about his upcoming Gartner book on machine customers — what they are, why they are important to your business and what you can do to prepare.
Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT
Nate McCullough, Director, Advisory, Gartner
As CSOs and Sales leaders look to drive growth in 2023 and beyond, they need to ensure that their indirect channel strategy aligns with the broader GTM strategy. Join this session to learn the 4 keys to driving growth in indirect channel programs and learn from an organization that has implemented a similar approach.
Tuesday, May 16, 2023 / 12:30 PM - 01:15 PM PDT
Robert Blaisdell, Sr Director Analyst, Gartner
Today's CSOs must transform their key customer engagement strategy to be more selective by using a broader set of qualitative criteria and more prescriptive categorizations to identify the unique types of customer relationships within the key account tier. Gain the latest insight from peers on how they are identifying, engaging, managing, retaining and growing their most important customers via a formal or informal key account program.
Tuesday, May 16, 2023 / 03:15 PM - 04:00 PM PDT
Jam Khan, SVP PRODUCT MARKETING, 6sense
These days, the B2B buying process unfolds almost exclusively online. How can Manufacturers keep up with these ever-changing (and increasingly digital) buyer behaviors?
Jam Khan, SVP of Product Marketing at 6sense, will lead a roundtable discussion to explore:
How to nurture customer relationships in the digital age of Manufacturing
Understand how buying behaviors are changing
Identify when customers are ready for cross-sell opportunities
Tuesday, May 16, 2023 / 10:30 AM - 10:50 AM PDT
David Kriss, HEAD OF CUST EXPERIENCE,
You've heard it before. Sellers have less time with buyers. When meetings happen, sellers must deliver value that creates an impact. Marketers may provide sellers with great content, but data supports that it often goes unused—wasting time and opportunity. What if you could simply evaluate your content on a framework of who needs it, and the situation where it's most relevant? This session will share an easy and practical method that connects your sales and marketing content with both selling situations and buyer personas. Let us show you how.
Tuesday, May 16, 2023 / 11:00 AM - 11:30 AM PDT
Nate McCullough, Director, Advisory, Gartner
Learn the difference between sales enablement and revenue enablement and how you can start making these progressive changes in your organization.
Tuesday, May 16, 2023 / 11:00 AM - 12:30 PM PDT
Rachael Buchler, Sr Director Analyst, Gartner
Billy Luckey, Director, Advisory, Gartner
By 2025, the majority of the global workforce demographic will consist of Gen Z and millennials. Coaching approaches of today must shift to accommodate the different needs of this workforce. This population not only want to be coached, they expect it. Learn a fast and flexible coaching model that centers on curious mindsets and stretches their knowledge with feedback dialogues at the core.
Tuesday, May 16, 2023 / 11:45 AM - 12:30 PM PDT
Todd Abbott, EVP Corporate Development, Mediafly
CEOs and investors are demanding sustainable, predictable growth. Simply adding headcount and budget to achieve goals is no longer a viable option. To win predictably and sustainably, revenue leaders must enable their teams to operate at maximum efficiency, eliminating non-core sales activities, and arming them with tools to target and engage accounts effectively and successfully.
Join Mediafly’s EVP, Todd Abbott, for a discussion on the crucial roles revenue enablement, top tier sales tech, and an insights-driven GTM strategy play in ensuring your teams operate at maximum efficiency.
Tuesday, May 16, 2023 / 01:10 PM - 01:30 PM PDT
Krista Glantschnig, HEAD OF GLOBAL PRESALES, Litmos
Christie Bacchus, DIRECTOR OF MARKETING, Litmos
It’s tough out there for salespeople. Many are adapting to new work models and customers who are more informed than ever. In fact, 82% of reps say they’ve had to recently adapt to new ways of selling. Yet, you can ease these adjustments and reduce sales performance stress – by delivering training directly within the CRM, so they can learn in a known environment and feel supported in success. Join us for tips on making training an easy habit that improves sales performance. And, see a real-world example of how Litmos integrates with Salesforce for inspiration for your sales and partner teams.
Tuesday, May 16, 2023 / 01:45 PM - 02:15 PM PDT
Robert Basiliere, EVP, GLOBAL ACCOUNT MANAGEMENT, Allego
Maura Brady, HEAD OF VERTICALS, 6sense
There’s no denying the distinct advantage that true collaborative cultures achieve by maximizing resources across the revenue team. And sales and enablement leaders have a critical role to play.
In this interactive session, Bob Basiliere, VP of Account Management at Allego, and Maura Brady, Head of Verticals at 6sense, will share how leading revenue teams are collaborating and utilizing targeted account intelligence for successful outcomes. They'll cover how to:
-Move from the age of information to the age of intelligence
-Create a buying experience to meet modern buyers’ demands
-Ensure your best sellers do more than just hit quota
Don't miss this opportunity to learn from two of the top experts in sales and enablement about the power of collaboration and targeted account intelligence.
Tuesday, May 16, 2023 / 02:30 PM - 03:00 PM PDT
Doug Bushée, VP Analyst, Gartner
From automatic data capture to email generation, AI can help sellers work faster, better, and smarter. In this session, you will see specific examples of how AI uses available data to accelerate sales cycle motion, automatically capture data, and offer real-time guidance to sellers.
Tuesday, May 16, 2023 / 03:15 PM - 03:45 PM PDT
Ben Budde, VP SALES, Groove
Driving digital transformation across a large enterprise is an epic project. The implementation of new technologies and processes can have a game-changing impact on sales productivity and revenue - but only if they are embraced by your sales organization.
As VP of Sales at Groove, Ben Budde has helped large enterprises in manufacturing, financial services, technology, and other industries successfully navigate their digital transformation journeys. Learn what strategies have worked and what pitfalls to avoid as you work toward transforming your sales org with efficient, effective, and repeatable processes.
Tuesday, May 16, 2023 / 06:35 PM - 06:55 PM PDT
Julie Thomas, PRESIDENT & CEO, VALUESELLING ASSOCIATES-GBS
As organizations strive to improve customer experience and maximize customer lifetime value, their efforts are derailed by siloed departments, internal communication issues and disconnected tech stacks. While the solution is an aligned revenue engine, it’s challenging for sales and enablement leaders to implement a company-wide solution that fits the needs of all customer-facing teams. In this session, we’ll explore how best-in-class companies align their entire revenue function around a common framework, language and toolset to transform their GTM strategy and sales results.
Wednesday, May 17, 2023 / 11:15 AM - 11:45 AM PDT
Sidney Sollazo, DIRECTOR, SALES ENABLEMENT, unknown
Heather Cole, VP MARKET INSIGHTS, Seismic
Join us to hear how Rockwell Automation successfully transformed their customer conversations from leading with product to leading with outcomes. Director of Sales Enablement Sidney Sollazo will walk us through the journey of what it takes to make this massive transition, the results they have seen and the lessons learned.
Wednesday, May 17, 2023 / 11:15 AM - 11:45 AM PDT
Richard Barkey, CEO, Imparta Ltd.
Michelle Vazzana, Chief Strategy Officer and Co-founder, VantagePoint Performance
Recent research has shown that the most successful salespeople and managers are agile. In the face of volatile, uncertain, complex, and ambiguous (VUCA) buying decisions, high-performing sellers select their approach based on each situation.
This rich, research-based session will provide:
• The latest research into situational sales agility.
• An assessment of your teams’ ability to deploy the key dimensions of Insight, Influence, and Trust.
• An understanding of the 5Cs of sales capability building.
• How to create organizational agility through rapid support for each situational skill.
Wednesday, May 17, 2023 / 12:00 PM - 12:30 PM PDT
Doug Bushée, VP Analyst, Gartner
Too often, sales leaders believe that digitally transforming the sales organization means buying technology to simplify business processes. But technology on its own frustrates sellers and can complicate the selling environment. In this session sales leaders will learn how to avoid three pitfalls during sales digital transformations which are the lack of a clear and compelling destination, using a top-down change management plan, and underinvesting in the people using the technology.
Wednesday, May 17, 2023 / 12:00 PM - 12:45 PM PDT
Shayne Jackson, Sr Director Analyst, Gartner
Are in-person sales kickoffs past their prime? Are virtual events just as good, or good enough considering the cost savings? What should be on a kickoff agenda? Join the interactive discussion about what works, what doesn't work (but it used to) and what innovations will make your next kickoff event even better.
Wednesday, May 17, 2023 / 01:10 PM - 01:30 PM PDT
Mary Shea, Co-CEO, Mediafly
Gone are the days of growth at all costs. Welcome to the era where efficiency reigns. Demographic shifts, uncertain markets, and shifting buyer behaviors are forcing GTM teams to rapidly adapt. But, change brings opportunity for those ready to seize it.
Join Mediafly’s co-CEO, Mary Shea, PhD, as she shares new research and mini case studies detailing how agile sales teams can coach and engage more effectively to drive predictability and wins — with even the most risk-averse buyers. Attendees will leave with a blueprint to build, retain, and grow long-lasting, trusting customer relationships.
Tuesday, May 16, 2023 / 11:00 AM - 11:30 AM PDT
Tyler Huguley, Sr Director Analyst, Gartner
Technology, analytics, strategic planning, and agile/fusion teams are expanding the scope of sales operations. Sales operations leaders should join this session to learn how to develop a comprehensive strategy to attract, recruit and retain talent who are strategic, analytical and can engage the C-suite to satisfy these changes.
Tuesday, May 16, 2023 / 11:45 AM - 12:15 PM PDT
Tim Mcgee, VP, GLOBAL SALES OPERATIONS, Elsevier
Chris Albro, VP ENTERPRISE SALES, Outreach
Hear VP, Global Sales Operations, Tim McGee, discuss how Elsevier helped reps overcome new tech hesitancy to instead embrace it as a compliment to their work. With Outreach, Elsevier’s reps successfully balance in-person & digitalized workflows to build customer relationships, accelerate new seller onboarding & make decisions about content & messaging that increases pipeline coverage. Outreach enables Elsevier reps & sales leaders to focus on the parts of their work they are particularly well suited for like prospecting, building a stronger cadence with customers & improving reply rates.
Tuesday, May 16, 2023 / 12:30 PM - 01:00 PM PDT
Dave Egloff, VP Analyst, Gartner
Sales operations leaders are under increased scrutiny, plus support more stakeholders than ever before. Sadly, some of those stakeholders are “challenging.” In a world where sales operations needs to build support and increase influence, this session will guide leaders to boost engagement and convert challengers to supporters.
Tuesday, May 16, 2023 / 01:45 PM - 02:15 PM PDT
Dana Therrien, VP CRO PRACTICE, ANAPLAN - CA
Driving profitable growth and improving sales productivity amidst volatility has created constant pressure on sales and operations leaders. To offset the pressure and respond faster, businesses are turning to agile, collaborative, and data-driven processes to build more resilient go-to-market strategies. Discover the steps you can take to transform your sales planning. Learn a new approach to hit revenue targets relying on your data, scenario planning and AI, to optimize your strategy from account segmentation and sales capacity planning to quota setting and incentive comp plan design.
Tuesday, May 16, 2023 / 02:30 PM - 03:00 PM PDT
Keith Jones, Sr Director Analyst, Gartner
In light of shifting landscapes and changing market conditions, it is important for sales organizations and sales operations to unlock the innate value of agile, and explore an inclusive means of collaborating with sellers to improve internal processes and workflows. This workshop will explore how the combination of agile, waterfall and blueprint design allows a sales operations team to move swiftly and accurately to address the needs of their sellers.
Tuesday, May 16, 2023 / 03:15 PM - 03:45 PM PDT
Ben Budde, VP SALES, Groove
Driving digital transformation across a large enterprise is an epic project. The implementation of new technologies and processes can have a game-changing impact on sales productivity and revenue - but only if they are embraced by your sales organization.
As VP of Sales at Groove, Ben Budde has helped large enterprises in manufacturing, financial services, technology, and other industries successfully navigate their digital transformation journeys. Learn what strategies have worked and what pitfalls to avoid as you work toward transforming your sales org with efficient, effective, and repeatable processes.
Tuesday, May 16, 2023 / 06:10 PM - 06:30 PM PDT
Ben Brantly, GM SALES PERFORMANCE MANAGEMENT, Salesforce
Mark Loesel, Director of Product Marketing, Salesforce
Every sales organization wants to unlock efficient growth – but static sales plans can't keep up with today's pace of change. The companies that thrive will be those that anticipate and adapt to changing conditions, take clunkiness out of the planning experience, and unify teams to improve plan effectiveness.
In this session, you'll get a first look at Salesforce's all-new, end-to-end solution designed to make the planning process agile, intuitive, and collaborative. Join us to learn how Sales Planning – native to your CRM – can help your company create plans that deliver results.
Wednesday, May 17, 2023 / 02:00 PM - 02:30 PM PDT
Meaghan Riley, GROUP VICE PRESIDENT, NORTH AMERICA ENTE, DocuSign
Do your 2023 priorities include stamping out inefficiencies to improve sales outcomes? Inefficient and outdated contract processes can quickly overwhelm your sellers and cost up to 9.2% of revenue. DocuSign helps remove that admin burden by automating and optimizing sales contracting—from custom contract generation to business workflows to insightful analytics. Help your sales org draft better contracts, close faster, and stand out with a modern experience.
Learn how DocuSign helped customers streamline their sales processes, making it easier for customers to buy from them.
Wednesday, May 17, 2023 / 02:45 PM - 03:15 PM PDT
Marty Resnick, VP Analyst, Gartner
This session will explore what the metaverse, specifically driven by digital humans and transformation by spatial computing, will mean to the future of sales and sales teams.
Tuesday, May 16, 2023 / 09:30 AM - 10:15 AM PDT
Robert Blaisdell, Sr Director Analyst, Gartner
Alice Walmesley, Director, Advisory, Gartner
Compounding disruption in the economic environment and evolving buying dynamics have left many sales organizations scrambling to adapt and meet revenue goals. Advances in artificial intelligence and sales analytics offer some clarity in an uncertain B2B sales world, but these solutions prompt sales leaders to ask: What should the human role look like in this new environment?
Learn which specific approaches, capabilities and investments must be prioritized to boost revenue growth, seller motivation and customer engagement in a constantly changing B2B landscape.
Tuesday, May 16, 2023 / 11:00 AM - 11:30 AM PDT
Christopher Gamble, Sr Director Analyst, Gartner
Maria Boulden, VP, Team Manager, Gartner
Uncertain economic times often lead to immediate cost-cutting directives, yet the top line targets don’t change. CFOs often lead this charge, creating a need for a strong CFO-CSO partnership.
This session will cover Gartner’s current economic outlook along with the tools to get the CFO from “no” to “yes” on projects critical to the CSO. We’ll review Gartner’s CFO research along with the format, the data and the discussion choreography required to close what may be the hardest sale of all: the internal one.
Tuesday, May 16, 2023 / 11:00 AM - 11:45 AM PDT
Robert Lesser, Sr Director, Advisory, Gartner
David Araldi, Managing Director, Robert Half
Learn how Robert Half International persuaded a highly successful and well-tenured sales team to pivot to a new sales model.
Tuesday, May 16, 2023 / 11:45 AM - 12:15 PM PDT
Andrew Bisesi, DIRECTOR, SALES ENABLEMENT - DIAGNOSTICS, Hologic
Mark Loesel, Director of Product Marketing, Salesforce
Prak Bebarta, SENIOR AREA VICE PRESIDENT, Salesforce
Hear from a Sales Cloud customer to learn why they chose a single platform to help them accelerate growth - and how it can help you do the same. We will discuss Hologic’s challenges, why they chose Sales Cloud, and how it’s helped them sell faster, smarter, and more efficiently. You’ll also hear best practices and strategies you can apply to your own organization to make your teams more productive and grow your business in today’s environment.
Tuesday, May 16, 2023 / 11:45 AM - 12:15 PM PDT
Helen Waite, Principal, Product Marketing, Mindtickle
Nick Salas, SR DIRECTOR, GLOBAL REVENUE ENABLEMENT, SirionLabs
Gordon Thompson, EVP PRESALES & BUSINESS STRATEGY, SirionLabs
Hear how Gordon Thompson, EVP of Pre-Sales and Business Strategy and Nick Salas, Sr. Director, Revenue Enablement at SirionLabs are aligning to target both short-term revenue objectives and long-term critical skill development across teams. By operating off a full picture of seller performance, ops and enablement can make strategic and nimble decisions that impact performance in the field before end of quarter.
Join us and you will leave with practical ideas on how enablement and ops alignment can help make your revenue generation more accelerated, more predictable, and more sustainable.
Tuesday, May 16, 2023 / 12:30 PM - 01:00 PM PDT
Marty Resnick, VP Analyst, Gartner
Strategic technology trends have significant disruptive potential and set the stage for innovation over the next five years. Today's Chief Sales Officers (CSOs) must must examine the business impact of sustainable tech, adaptive AI, and superapps or risk the ability to meet and exceed their revenue goals. These are trends that sales leaders cannot afford to ignore as they deal with the uncertainty driven by global change.
Tuesday, May 16, 2023 / 12:30 PM - 01:00 PM PDT
Robert Lesser, Sr Director, Advisory, Gartner
Relentless change is battering organizations and sellers are fatigued. Failure rates on change initiatives are too high. Join this session to learn how CSOs can boost success by taking three critical actions before launching transformational change.
Tuesday, May 16, 2023 / 02:00 PM - 02:20 PM PDT
Bruce Wedderburn, CHIEF SALES OFFICER, Integrity Solutions
More than any other factor, the quantity and quality of your sales team’s conversations will determine whether or not your organization reaches its sales goals this year.
As companies look for organic growth leaders can be tempted by the latest technology, app, or platform that promises to be that elusive silver bullet. But the reality - Your salespeople must still be able to have authentic, human, and valuable conversations! This session will discuss the three critical conversations that will determine your organization’s quota achievement, and how leaders can coach to improve outcomes from each one.
Tuesday, May 16, 2023 / 02:30 PM - 03:00 PM PDT
Alice Walmesley, Director, Advisory, Gartner
Amid ongoing social, economic, and geopolitical disruptions, sellers continuously have to adjust to an uncertain, variable environment. Despite CSOs’ efforts to motivate and enable sellers, the constant need for agility is taking its toll. Join this session to learn how to motivate sellers through continued disruption, addressing the two sides to seller motivation: drive and drag.
Tuesday, May 16, 2023 / 02:30 PM - 03:15 PM PDT
Rachael Buchler, Sr Director Analyst, Gartner
What leadership skill demands are new or growing with the increase in commercial stakeholders and volume of change activities in the function? This session will explore the next-Generation sales leadership skills needed for future professional success. Mobilize development actions to maximize your impact and help achieve your potential.
Tuesday, May 16, 2023 / 03:15 PM - 03:45 PM PDT
Ryan Longfield, CHIEF REVENUE OFFICER, Gong.io
According to a recent study by HBR and Gong, only 1 in 3 organizations has real-time visibility into how their GTM initiatives are performing. This means the vast majority of organizations are forced to take a reactive approach at the cost of productivity and revenue.
This session will introduce a framework featuring a new class of measurement that organizations can leverage to close their measurement gap. See how organizations using Gong are increasing win rates by as much as 211% by driving field adoption and optimizing seller productivity.
Tuesday, May 16, 2023 / 04:00 PM - 04:45 PM PDT
Billy Luckey, Director, Advisory, Gartner
Jennifer MacIntosh, Sr Director Analyst, Gartner
Don Cantow, Senior Vice President WW Solutions Channel, Altium LLC
Many organizations bite off more than they can chew with commercial integration. Altium, focused on one essential aspect of their commercial alignment; customer data. Altium created a customer centric data tool that allows marketers, sellers, and buying groups to define, update, and track buying journey progress. In this session, we hear how Altium used this tool to integrate functions en route toachieving outstanding commercial results.
Wednesday, May 17, 2023 / 07:30 AM - 08:30 AM PDT
Dave Egloff, VP Analyst, Gartner
Stephen DiFranco, VP, Executive Partner, Gartner
Terri Hall, Executive Partner, Bus Services, Gartner
Henri Richard, VP, Executive Partner, Gartner
Forming effective working relationships with the CEO, other C-suite executives, and cross-functional stakeholders is a key factor in determining CSOs’ success and tenure. However, this can be challenging as conflict at the executive level is inevitable. In this exclusive Invitational Program session, you’ll discover how CSOs and senior sales leaders can become a catalyst for faster decision-making during conflict, and a more important member of the C-suite. Please come early as this session is first come, first serve.
Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT
Don Scheibenreif, Distinguished VP Analyst, Gartner
Gartner conducted its first-ever survey of executives to learn what makes best-in-class organizations work. In this presentation, we’ll share insights on executive compensation, organization structure, collaboration and decision making that go into creating a CX capability that will help sales leaders and organizations weather the next disruption.
Wednesday, May 17, 2023 / 10:30 AM - 12:00 PM PDT
Alice Walmesley, Director, Advisory, Gartner
Seller motivation is critical to commercial success. But with 89% of sellers burned out and 54% actively looking for a new job, we need to rethink how to keep sellers engaged and motivated through current and future disruptions. Join this interactive session to discuss with your peers how to reduce "drag" and ideate on strategies to overcome barriers for seller motivation.
Wednesday, May 17, 2023 / 11:15 AM - 11:45 AM PDT
Tyson Goeltz, CRO, Reprise
Modern enterprise buyers increasingly want to do their own exploration, with less involvement from sales reps. Does that mean the role of enterprise sales is dead? Hardly. Sales leaders must guide teams into a data-driven era of consultative sales, which pairs hand-in-hand with a product-led growth strategy. This session will focus on how to maximize precious time with prospects while leaning into the unique human dynamics of a sales process. Attendees will learn how to blend the science of technology & data with the art of effective storytelling to become more relevant to the modern prospect.
Wednesday, May 17, 2023 / 12:00 PM - 12:20 PM PDT
Craig Riley, Sr Director Analyst, Gartner
This session will demonstrate the 2023 CSO leadership vision.
Wednesday, May 17, 2023 / 12:00 PM - 12:30 PM PDT
Rachael Buchler, Sr Director Analyst, Gartner
CSO's need to drive forward a modern GTM strategy that engages the wider commercial organization and has the customer at its core. This session will look at how leaders across the functions of Sales, Marketing, Customer Success and Customer Service and Support can collectively change the game of their customers' experience and unlock new revenue growth.
Wednesday, May 17, 2023 / 12:00 PM - 12:30 PM PDT
Robert Blaisdell, Sr Director Analyst, Gartner
The world of B2B sales has gone through rapid changes in recent years and continues to evolve. When customers prefer digital interactions and buyers want a rep-free experience, how can sellers avoid becoming extinct? We’ll shine a light on specific examples from progressive sales organizations that are acting now to optimize how human sellers will deliver value in the future.
Wednesday, May 17, 2023 / 12:00 PM - 12:45 PM PDT
Greg Hessong, Sr Director, Advisory, Gartner
Keith Jones, Sr Director Analyst, Gartner
Leading the sales organization to design and adopt a technology strategy can be difficult. Bring your own questions to this session and ask a team of Gartner experts about the vexing challenges you face in leading a revenue technology strategy. We'll answer questions about various topics such as designing a roadmap, new technologies to optimize sales productivity, evaluating tradeoffs in resources/projects, etc.
Wednesday, May 17, 2023 / 12:45 PM - 01:45 PM PDT
Christopher Gamble, Sr Director Analyst, Gartner
Maria Boulden, VP, Team Manager, Gartner
Stephen DiFranco, VP, Executive Partner, Gartner
J. Scott Di Valerio, CEO and Board Member,
A lunch conversation to explore how CSOs approach interactions with their CEOs and BoDs. Attendees will hear examples of successful and some not-so-successful ways to plan and navigate the balance of credibility, transparency, and trust when engaging the board. The session will feature real-world examples and actionable strategies for BoD interactions … and a few confessions of what not to do too!
Wednesday, May 17, 2023 / 01:35 PM - 01:55 PM PDT
Prak Bebarta, SENIOR AREA VICE PRESIDENT, Salesforce
Richard Harris, Founder, The Harris Consulting Group
You've made it. You're a sales leader. But how do you keep moving forward in your career? What skills do you need? What challenges can you expect? Where can you find support?
In this session, learn how to grow your leadership skills from real-life Salesblazer Richard Harris, Founder of The Harris Consulting Group. He shares how he became known as someone who gets deals done, makes customers successful, and helps his company grow.
Wednesday, May 17, 2023 / 02:45 PM - 03:15 PM PDT
Christopher Gamble, Sr Director Analyst, Gartner
At a time when talent is scarce and the seller role is getting more complex, sales organizations are neglecting vast pools of talent. CSOs are broadening their recruiting efforts to new talent pools and seeking to become a destination for the top sales talent of the future. They recognize – as our data shows – that diverse sales teams are more successful and that improved quality of hire is a benefit of acting on DEI commitments, not a trade-off. In this session, Gartner shares proprietary data around seller candidate preferences as well as trends shaping recruitment approaches in sales so CSOs can break away from the old, self-reinforcing seller profile to attract the seller of tomorrow, win the talent war and improve performance.
Wednesday, May 17, 2023 / 02:45 PM - 03:15 PM PDT
Marty Resnick, VP Analyst, Gartner
This session will explore what the metaverse, specifically driven by digital humans and transformation by spatial computing, will mean to the future of sales and sales teams.
Tuesday, May 16, 2023 / 10:30 AM - 10:50 AM PDT
David Kriss, HEAD OF CUST EXPERIENCE,
You've heard it before. Sellers have less time with buyers. When meetings happen, sellers must deliver value that creates an impact. Marketers may provide sellers with great content, but data supports that it often goes unused—wasting time and opportunity. What if you could simply evaluate your content on a framework of who needs it, and the situation where it's most relevant? This session will share an easy and practical method that connects your sales and marketing content with both selling situations and buyer personas. Let us show you how.
Tuesday, May 16, 2023 / 11:00 AM - 11:30 AM PDT
Dan Gottlieb, Sr Director Analyst, Gartner
This fast-paced, high-octane session explores nine breakthrough technologies for improving B2B buyer engagement, their use cases, and how to explore introducing them into your revenue tech stack: AI-sales email, virtual reality, visual configuration, demo automation, visual collaboration, conversation intelligence, content automation, collaborative work management, and digital sales rooms.
Tuesday, May 16, 2023 / 11:00 AM - 11:30 AM PDT
Tyler Huguley, Sr Director Analyst, Gartner
Technology, analytics, strategic planning, and agile/fusion teams are expanding the scope of sales operations. Sales operations leaders should join this session to learn how to develop a comprehensive strategy to attract, recruit and retain talent who are strategic, analytical and can engage the C-suite to satisfy these changes.
Tuesday, May 16, 2023 / 11:45 AM - 12:15 PM PDT
Tim Mcgee, VP, GLOBAL SALES OPERATIONS, Elsevier
Chris Albro, VP ENTERPRISE SALES, Outreach
Hear VP, Global Sales Operations, Tim McGee, discuss how Elsevier helped reps overcome new tech hesitancy to instead embrace it as a compliment to their work. With Outreach, Elsevier’s reps successfully balance in-person & digitalized workflows to build customer relationships, accelerate new seller onboarding & make decisions about content & messaging that increases pipeline coverage. Outreach enables Elsevier reps & sales leaders to focus on the parts of their work they are particularly well suited for like prospecting, building a stronger cadence with customers & improving reply rates.
Tuesday, May 16, 2023 / 11:45 AM - 12:15 PM PDT
Andrew Bisesi, DIRECTOR, SALES ENABLEMENT - DIAGNOSTICS, Hologic
Mark Loesel, Director of Product Marketing, Salesforce
Prak Bebarta, SENIOR AREA VICE PRESIDENT, Salesforce
Hear from a Sales Cloud customer to learn why they chose a single platform to help them accelerate growth - and how it can help you do the same. We will discuss Hologic’s challenges, why they chose Sales Cloud, and how it’s helped them sell faster, smarter, and more efficiently. You’ll also hear best practices and strategies you can apply to your own organization to make your teams more productive and grow your business in today’s environment.
Tuesday, May 16, 2023 / 11:45 AM - 12:30 PM PDT
Todd Abbott, EVP Corporate Development, Mediafly
CEOs and investors are demanding sustainable, predictable growth. Simply adding headcount and budget to achieve goals is no longer a viable option. To win predictably and sustainably, revenue leaders must enable their teams to operate at maximum efficiency, eliminating non-core sales activities, and arming them with tools to target and engage accounts effectively and successfully.
Join Mediafly’s EVP, Todd Abbott, for a discussion on the crucial roles revenue enablement, top tier sales tech, and an insights-driven GTM strategy play in ensuring your teams operate at maximum efficiency.
Tuesday, May 16, 2023 / 12:30 PM - 01:00 PM PDT
Marty Resnick, VP Analyst, Gartner
Strategic technology trends have significant disruptive potential and set the stage for innovation over the next five years. Today's Chief Sales Officers (CSOs) must must examine the business impact of sustainable tech, adaptive AI, and superapps or risk the ability to meet and exceed their revenue goals. These are trends that sales leaders cannot afford to ignore as they deal with the uncertainty driven by global change.
Tuesday, May 16, 2023 / 01:35 PM - 01:55 PM PDT
Molly Mckinstry, HEAD OF SALES, Calendly
Will Spendlove, VP, PRODUCT & PARTNER MARKETING, DOCUSIGN
Buyer habits are changing, budgets are shrinking, sales cycles have lengthened, and yet sales teams are still stunted by slow digital transformation. It’s not all doom and gloom. Automation means an opportunity to drive sales and elevate your customer experience. Calendly and DocuSign will show you how to lean in on automation to speed up your sales cycle to close deals faster. You’ll learn competitive automation strategies that fit into existing workflows; how to create buy-in with go-to-market stakeholders; and ways to measure automation effectiveness on pipeline.
Tuesday, May 16, 2023 / 01:45 PM - 02:15 PM PDT
Robert Basiliere, EVP, GLOBAL ACCOUNT MANAGEMENT, Allego
Maura Brady, HEAD OF VERTICALS, 6sense
There’s no denying the distinct advantage that true collaborative cultures achieve by maximizing resources across the revenue team. And sales and enablement leaders have a critical role to play.
In this interactive session, Bob Basiliere, VP of Account Management at Allego, and Maura Brady, Head of Verticals at 6sense, will share how leading revenue teams are collaborating and utilizing targeted account intelligence for successful outcomes. They'll cover how to:
-Move from the age of information to the age of intelligence
-Create a buying experience to meet modern buyers’ demands
-Ensure your best sellers do more than just hit quota
Don't miss this opportunity to learn from two of the top experts in sales and enablement about the power of collaboration and targeted account intelligence.
Tuesday, May 16, 2023 / 02:30 PM - 03:00 PM PDT
Doug Bushée, VP Analyst, Gartner
From automatic data capture to email generation, AI can help sellers work faster, better, and smarter. In this session, you will see specific examples of how AI uses available data to accelerate sales cycle motion, automatically capture data, and offer real-time guidance to sellers.
Tuesday, May 16, 2023 / 02:30 PM - 04:00 PM PDT
Sandhya Mahadevan, Sr Director Analyst, Gartner
Daniel Hawkyard, Sr Principal, Advisory, Gartner
Are you investing a lot in technology but not seeing the desired outcome? Does your organization suffer from 'shiny object syndrome?' This workshop will help attendees inventory their current revenue technology investments; identify revenue technology gaps based on key performance indicators; and create an actionable change roadmap to take back to their organization. This session will be highly interactive and use digital resources for different exercises. To maximize the value of this workshop, attendee’s should come with a laptop/tablet that supports the use of Microsoft Excel.
Tuesday, May 16, 2023 / 03:15 PM - 03:45 PM PDT
Ryan Longfield, CHIEF REVENUE OFFICER, Gong.io
According to a recent study by HBR and Gong, only 1 in 3 organizations has real-time visibility into how their GTM initiatives are performing. This means the vast majority of organizations are forced to take a reactive approach at the cost of productivity and revenue.
This session will introduce a framework featuring a new class of measurement that organizations can leverage to close their measurement gap. See how organizations using Gong are increasing win rates by as much as 211% by driving field adoption and optimizing seller productivity.
Tuesday, May 16, 2023 / 03:15 PM - 03:45 PM PDT
Attend to hear how generative AI can help your sales organization be more effective, automate processes, know customers more deeply, and be more productive. Generative AI sets the stage for a new era of innovation and unlocks employee productivity especially for sales organizations. 9 out of 10 people want simpler ways to automate daily tasks so they can focus on work that matters. Learn how Microsoft sales teams leverage AI to make fundamental changes with new capabilities such as auto-generating content, emails and meeting summaries to save time and reduce manual tasks.
Tuesday, May 16, 2023 / 03:15 PM - 03:45 PM PDT
Ben Budde, VP SALES, Groove
Driving digital transformation across a large enterprise is an epic project. The implementation of new technologies and processes can have a game-changing impact on sales productivity and revenue - but only if they are embraced by your sales organization.
As VP of Sales at Groove, Ben Budde has helped large enterprises in manufacturing, financial services, technology, and other industries successfully navigate their digital transformation journeys. Learn what strategies have worked and what pitfalls to avoid as you work toward transforming your sales org with efficient, effective, and repeatable processes.
Tuesday, May 16, 2023 / 03:15 PM - 04:00 PM PDT
Jam Khan, SVP PRODUCT MARKETING, 6sense
These days, the B2B buying process unfolds almost exclusively online. How can Manufacturers keep up with these ever-changing (and increasingly digital) buyer behaviors?
Jam Khan, SVP of Product Marketing at 6sense, will lead a roundtable discussion to explore:
How to nurture customer relationships in the digital age of Manufacturing
Understand how buying behaviors are changing
Identify when customers are ready for cross-sell opportunities
Tuesday, May 16, 2023 / 04:00 PM - 04:30 PM PDT
Alyssa Cruz, Sr Principal Analyst, Gartner
In times of uncertainty, there can be increased pressure to tighten up your technology stack. To do so, sales leaders must understand how tech supports sellers in the customer buying journey, as well as how to measure the success of tools to understand where issues may exist.
Tuesday, May 16, 2023 / 04:00 PM - 04:45 PM PDT
Steve Herz, Sr Director Analyst, Gartner
If you work in sales compensation, you may have missed the news that AI is changing the modern sales force. That's because, for all of the innovations AI is bringing to sales people today, it has yet to leave much impression on sales compensation. But that may change, and we're going to think about what's possible and what to do now to be ready. Three analysts present ideas about how sales compensation may change in the foreseeable future.
Tuesday, May 16, 2023 / 04:45 PM - 05:05 PM PDT
Julien Sauvage, VP CORPORATE & PRODUCT MARKETING, CLARI
In this interactive session, you will see the Clari Revenue Platform in action and explore how it helps answer your most critical revenue - in two clicks, not two weeks.
Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT
Dan Gottlieb, Sr Director Analyst, Gartner
"Generative AI" simply means that machines are getting good at creating practical and delightful things. B2B sales require humans to create original work — from emails to RFPs to visual presentations. The time to adapt is now, or struggle to compete later. This presentation looks at the role of generative AI in reinventing sales creative work and how to prepare for adoption.
Wednesday, May 17, 2023 / 10:30 AM - 11:15 AM PDT
Keith Jones, Sr Director Analyst, Gartner
Alyssa Cruz, Sr Principal Analyst, Gartner
Learning from others facing similar challenges can be the one of the quickest paths to finding new opportunities for growth. RevTech Group Therapy is an opportunity for sales and sales ops leaders to come together to share both horror stories and wins in Revenue Technology Adoption. Do you have a story to share where a particular tool didn't go as planned? Is there a tool in your tech stack that proved to be wildly successful? Come to the table and share those stories with other leaders and learning from others.
Wednesday, May 17, 2023 / 11:15 AM - 11:45 AM PDT
Sidney Sollazo, DIRECTOR, SALES ENABLEMENT, unknown
Heather Cole, VP MARKET INSIGHTS, Seismic
Join us to hear how Rockwell Automation successfully transformed their customer conversations from leading with product to leading with outcomes. Director of Sales Enablement Sidney Sollazo will walk us through the journey of what it takes to make this massive transition, the results they have seen and the lessons learned.
Wednesday, May 17, 2023 / 11:15 AM - 11:45 AM PDT
Andrew Peterson, CO-CEO, Clozd, Inc.
Spencer Dent, CO-FOUNDER, CO-CEO, Clozd, Inc.
Win-loss analysis is an emerging best practice that helps elite sales teams win a greater percentage of deals in their pipeline. When done correctly, win-loss analysis gives CROs a data-driven view into why their team wins and loses, and exposes the strategic changes that must be made to improve win rates by as much as 50%. Join the founders of Clozd as they share best practices for doing win-loss analysis right, along with case studies of sales teams who have used win-loss analysis to improve win rates and hit growth targets amidst macro-economic turmoil.
Wednesday, May 17, 2023 / 11:15 AM - 12:00 PM PDT
Cory Factor, PRESIDENT, DIGIDECK by Sportsdigita
CRO's and CSO's today are facing both new and growing challenges while sales and growth targets continue to increase. Leads may be fewer and more costly, buying committees and sales cycles have grown, and available time for buyer and seller engagement are near all-time lows. This discussion will help executive sales leaders see how they can address these challenges and more with modern sales presentations that bring buyers and sellers together while providing your sales team with unique insights and tools to help optimize the buying experience for their prospects.
Wednesday, May 17, 2023 / 12:00 PM - 12:30 PM PDT
Doug Bushée, VP Analyst, Gartner
Too often, sales leaders believe that digitally transforming the sales organization means buying technology to simplify business processes. But technology on its own frustrates sellers and can complicate the selling environment. In this session sales leaders will learn how to avoid three pitfalls during sales digital transformations which are the lack of a clear and compelling destination, using a top-down change management plan, and underinvesting in the people using the technology.
Wednesday, May 17, 2023 / 12:00 PM - 12:45 PM PDT
Greg Hessong, Sr Director, Advisory, Gartner
Keith Jones, Sr Director Analyst, Gartner
Leading the sales organization to design and adopt a technology strategy can be difficult. Bring your own questions to this session and ask a team of Gartner experts about the vexing challenges you face in leading a revenue technology strategy. We'll answer questions about various topics such as designing a roadmap, new technologies to optimize sales productivity, evaluating tradeoffs in resources/projects, etc.
Wednesday, May 17, 2023 / 01:10 PM - 01:30 PM PDT
Mary Shea, Co-CEO, Mediafly
Gone are the days of growth at all costs. Welcome to the era where efficiency reigns. Demographic shifts, uncertain markets, and shifting buyer behaviors are forcing GTM teams to rapidly adapt. But, change brings opportunity for those ready to seize it.
Join Mediafly’s co-CEO, Mary Shea, PhD, as she shares new research and mini case studies detailing how agile sales teams can coach and engage more effectively to drive predictability and wins — with even the most risk-averse buyers. Attendees will leave with a blueprint to build, retain, and grow long-lasting, trusting customer relationships.
Wednesday, May 17, 2023 / 02:45 PM - 03:30 PM PDT
Alyssa Cruz, Sr Principal Analyst, Gartner
Adoption continues to be a challenge for sales leaders when it comes to revenue tech. Tools such as conversation intelligence require shifts in coaching strategy, seller behavior, etc. Leaders must address the shifts in order to realize and maximize value.
Wednesday, May 17, 2023 / 02:45 PM - 04:15 PM PDT
Dan Gottlieb, Sr Director Analyst, Gartner
Elizabeth Arndt, Director, Digital Sales, Siemens Digital Industries Software
This session demystifies the secret to go-to-market fusion through a conversation with Siemens digital sales leadership. Organizations should help buyers engage and transact digitally but leading the sales organization through the transformation is difficult. We'll hear Siemens talk through the big picture for their digital sales channel, how they designed it for customers and driving change through a go-to-market fusion team.
Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT
Greg Hessong, Sr Director, Advisory, Gartner
This breakout will cover the essential technologies sales managers need to unlock the full potential of their teams. We'll dig into 3 use cases: pipeline and forecast management, deal coaching and rep performance management. We'll also examine how AI is rapidly changing the way sales leaders perform their roles. Walk out of this breakout with ideas for improving your frontline management capabilities.
Tuesday, May 16, 2023 / 11:00 AM - 11:30 AM PDT
Tyler Huguley, Sr Director Analyst, Gartner
Technology, analytics, strategic planning, and agile/fusion teams are expanding the scope of sales operations. Sales operations leaders should join this session to learn how to develop a comprehensive strategy to attract, recruit and retain talent who are strategic, analytical and can engage the C-suite to satisfy these changes.
Tuesday, May 16, 2023 / 11:45 AM - 12:15 PM PDT
Michael Galvin, SALES ENABLEMENT MANAGER, Intelsat
Mark Grimshaw, SENIOR PARTNER, Korn Ferry
Join Intelsat and Korn Ferry sales experts as we reveal the secrets of successful selling in a dynamic marketplace. Learn how to leverage the latest technologies, methodologies, and sales skills to take your business to new heights. Our experts will share insights on strategic planning, sustainable growth, and how to build a winning sales team.
Tuesday, May 16, 2023 / 01:45 PM - 02:15 PM PDT
Red Hat is undergoing a digital transformation to enable their continued double-digit growth through building and managing their pipeline with best-in-class sales automation and tools across their GTM stack. As a pioneer and leader in the open-source movement, their sales teams partner with the world’s largest companies to drive innovation through the power of open-source operating systems and software. By enabling their sales team to better know their customers through AI and automation combined with disciplined pipeline management, Red Hat continues to set the bar for B2B software sales
Tuesday, May 16, 2023 / 03:15 PM - 03:45 PM PDT
Ryan Longfield, CHIEF REVENUE OFFICER, Gong.io
According to a recent study by HBR and Gong, only 1 in 3 organizations has real-time visibility into how their GTM initiatives are performing. This means the vast majority of organizations are forced to take a reactive approach at the cost of productivity and revenue.
This session will introduce a framework featuring a new class of measurement that organizations can leverage to close their measurement gap. See how organizations using Gong are increasing win rates by as much as 211% by driving field adoption and optimizing seller productivity.
Tuesday, May 16, 2023 / 03:15 PM - 03:45 PM PDT
Attend to hear how generative AI can help your sales organization be more effective, automate processes, know customers more deeply, and be more productive. Generative AI sets the stage for a new era of innovation and unlocks employee productivity especially for sales organizations. 9 out of 10 people want simpler ways to automate daily tasks so they can focus on work that matters. Learn how Microsoft sales teams leverage AI to make fundamental changes with new capabilities such as auto-generating content, emails and meeting summaries to save time and reduce manual tasks.
Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT
Steve Rietberg, VP Analyst, Gartner
Typical seller productivity metrics tell a limited story. They allow managers to gauge performance using arbitrary targets, but they don’t reveal which success factors really drive individual performance. Join this session to learn how comparative performance metrics enable leaders to understand why top performers win.
Wednesday, May 17, 2023 / 11:15 AM - 11:45 AM PDT
Andrew Peterson, CO-CEO, Clozd, Inc.
Spencer Dent, CO-FOUNDER, CO-CEO, Clozd, Inc.
Win-loss analysis is an emerging best practice that helps elite sales teams win a greater percentage of deals in their pipeline. When done correctly, win-loss analysis gives CROs a data-driven view into why their team wins and loses, and exposes the strategic changes that must be made to improve win rates by as much as 50%. Join the founders of Clozd as they share best practices for doing win-loss analysis right, along with case studies of sales teams who have used win-loss analysis to improve win rates and hit growth targets amidst macro-economic turmoil.
Wednesday, May 17, 2023 / 12:00 PM - 12:30 PM PDT
Tyler Huguley, Sr Director Analyst, Gartner
Sellers are notoriously bad at forecasting, yet leadership continues to ask for forecasts every month. Some sellers even spend up to 4.5 hours a month working on their forecast. In the age of technology and analytics, forecasting is better predicted using models and simple trending. Its time for sales operations to step-up and relieve this burden from sellers.
Wednesday, May 17, 2023 / 02:00 PM - 02:30 PM PDT
Jason Loh, CHIEF PRODUCT OFFICER, Varicent
Joel Shapiro, PROFESSOR, Northwestern University, Kellogg School of Management
Ineffective go-to-market strategies have costly impacts: missed targets, frustrated sellers, and tough leadership decisions. Leading revenue teams partner with Varicent to find a better way, using strategic insights and tools to confidently place the right bets. Joel Shapiro, Professor of Data Analytics at Kellogg School of Management, and Jason Loh, Chief Product Officer, Varicent, share how Varicent uniquely helps customers build dynamic planning processes, deploy evidence-driven strategies to tackle volatile markets, and deliver a clear path to quota for the entire commercial organization.
Wednesday, May 17, 2023 / 02:00 PM - 02:30 PM PDT
Meaghan Riley, GROUP VICE PRESIDENT, NORTH AMERICA ENTE, DocuSign
Do your 2023 priorities include stamping out inefficiencies to improve sales outcomes? Inefficient and outdated contract processes can quickly overwhelm your sellers and cost up to 9.2% of revenue. DocuSign helps remove that admin burden by automating and optimizing sales contracting—from custom contract generation to business workflows to insightful analytics. Help your sales org draft better contracts, close faster, and stand out with a modern experience.
Learn how DocuSign helped customers streamline their sales processes, making it easier for customers to buy from them.
Wednesday, May 17, 2023 / 02:45 PM - 03:30 PM PDT
Tyler Huguley, Sr Director Analyst, Gartner
Robert Lesser, Sr Director, Advisory, Gartner
Don't get lost in firmographic, demographic and other data classifications. Instead upgrade your methodology with internal and objective third-party data to build a sound methodology that will draw out key differences in your customers.
Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT
Sandhya Mahadevan, Sr Director Analyst, Gartner
CSOs know sellers must understand analytics to diagnose client needs and to more efficiently achieve revenue targets. However, what exactly should sellers focus on or not focus on. This session will guide CSOs in why focusing sellers on "insight understanding" is crucial and why data literacy should be pushed aside.
Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT
Greg Hessong, Sr Director, Advisory, Gartner
This breakout will cover the essential technologies sales managers need to unlock the full potential of their teams. We'll dig into 3 use cases: pipeline and forecast management, deal coaching and rep performance management. We'll also examine how AI is rapidly changing the way sales leaders perform their roles. Walk out of this breakout with ideas for improving your frontline management capabilities.
Tuesday, May 16, 2023 / 01:45 PM - 02:15 PM PDT
Dana Therrien, VP CRO PRACTICE, ANAPLAN - CA
Driving profitable growth and improving sales productivity amidst volatility has created constant pressure on sales and operations leaders. To offset the pressure and respond faster, businesses are turning to agile, collaborative, and data-driven processes to build more resilient go-to-market strategies. Discover the steps you can take to transform your sales planning. Learn a new approach to hit revenue targets relying on your data, scenario planning and AI, to optimize your strategy from account segmentation and sales capacity planning to quota setting and incentive comp plan design.
Tuesday, May 16, 2023 / 04:00 PM - 04:45 PM PDT
Steve Herz, Sr Director Analyst, Gartner
If you work in sales compensation, you may have missed the news that AI is changing the modern sales force. That's because, for all of the innovations AI is bringing to sales people today, it has yet to leave much impression on sales compensation. But that may change, and we're going to think about what's possible and what to do now to be ready. Three analysts present ideas about how sales compensation may change in the foreseeable future.
Wednesday, May 17, 2023 / 02:45 PM - 03:15 PM PDT
Steve Herz, Sr Director Analyst, Gartner
Before taking on drag and drive, sales leaders must get sales compensation right first — no small task. Each year, companies burn large amounts of time and money that go into designing the details of their sales incentive. But once design ends, these companies undermine their efforts by distributing plan documents that are text-heavy, legalistic and rules-focused. This session will outline an entirely different approach to incentive communications.
Tuesday, May 16, 2023 / 12:30 PM - 01:00 PM PDT
Marty Resnick, VP Analyst, Gartner
Strategic technology trends have significant disruptive potential and set the stage for innovation over the next five years. Today's Chief Sales Officers (CSOs) must must examine the business impact of sustainable tech, adaptive AI, and superapps or risk the ability to meet and exceed their revenue goals. These are trends that sales leaders cannot afford to ignore as they deal with the uncertainty driven by global change.
Tuesday, May 16, 2023 / 04:00 PM - 04:45 PM PDT
Billy Luckey, Director, Advisory, Gartner
Jennifer MacIntosh, Sr Director Analyst, Gartner
Don Cantow, Senior Vice President WW Solutions Channel, Altium LLC
Many organizations bite off more than they can chew with commercial integration. Altium, focused on one essential aspect of their commercial alignment; customer data. Altium created a customer centric data tool that allows marketers, sellers, and buying groups to define, update, and track buying journey progress. In this session, we hear how Altium used this tool to integrate functions en route toachieving outstanding commercial results.
Wednesday, May 17, 2023 / 02:45 PM - 03:30 PM PDT
Tyler Huguley, Sr Director Analyst, Gartner
Robert Lesser, Sr Director, Advisory, Gartner
Don't get lost in firmographic, demographic and other data classifications. Instead upgrade your methodology with internal and objective third-party data to build a sound methodology that will draw out key differences in your customers.
Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT
Greg Hessong, Sr Director, Advisory, Gartner
This breakout will cover the essential technologies sales managers need to unlock the full potential of their teams. We'll dig into 3 use cases: pipeline and forecast management, deal coaching and rep performance management. We'll also examine how AI is rapidly changing the way sales leaders perform their roles. Walk out of this breakout with ideas for improving your frontline management capabilities.
Tuesday, May 16, 2023 / 11:45 AM - 12:15 PM PDT
Helen Waite, Principal, Product Marketing, Mindtickle
Nick Salas, SR DIRECTOR, GLOBAL REVENUE ENABLEMENT, SirionLabs
Gordon Thompson, EVP PRESALES & BUSINESS STRATEGY, SirionLabs
Hear how Gordon Thompson, EVP of Pre-Sales and Business Strategy and Nick Salas, Sr. Director, Revenue Enablement at SirionLabs are aligning to target both short-term revenue objectives and long-term critical skill development across teams. By operating off a full picture of seller performance, ops and enablement can make strategic and nimble decisions that impact performance in the field before end of quarter.
Join us and you will leave with practical ideas on how enablement and ops alignment can help make your revenue generation more accelerated, more predictable, and more sustainable.
Tuesday, May 16, 2023 / 01:45 PM - 02:15 PM PDT
Robert Basiliere, EVP, GLOBAL ACCOUNT MANAGEMENT, Allego
Maura Brady, HEAD OF VERTICALS, 6sense
There’s no denying the distinct advantage that true collaborative cultures achieve by maximizing resources across the revenue team. And sales and enablement leaders have a critical role to play.
In this interactive session, Bob Basiliere, VP of Account Management at Allego, and Maura Brady, Head of Verticals at 6sense, will share how leading revenue teams are collaborating and utilizing targeted account intelligence for successful outcomes. They'll cover how to:
-Move from the age of information to the age of intelligence
-Create a buying experience to meet modern buyers’ demands
-Ensure your best sellers do more than just hit quota
Don't miss this opportunity to learn from two of the top experts in sales and enablement about the power of collaboration and targeted account intelligence.
Tuesday, May 16, 2023 / 02:00 PM - 02:20 PM PDT
Bruce Wedderburn, CHIEF SALES OFFICER, Integrity Solutions
More than any other factor, the quantity and quality of your sales team’s conversations will determine whether or not your organization reaches its sales goals this year.
As companies look for organic growth leaders can be tempted by the latest technology, app, or platform that promises to be that elusive silver bullet. But the reality - Your salespeople must still be able to have authentic, human, and valuable conversations! This session will discuss the three critical conversations that will determine your organization’s quota achievement, and how leaders can coach to improve outcomes from each one.
Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT
Steve Rietberg, VP Analyst, Gartner
Typical seller productivity metrics tell a limited story. They allow managers to gauge performance using arbitrary targets, but they don’t reveal which success factors really drive individual performance. Join this session to learn how comparative performance metrics enable leaders to understand why top performers win.
Wednesday, May 17, 2023 / 11:15 AM - 11:45 AM PDT
Richard Barkey, CEO, Imparta Ltd.
Michelle Vazzana, Chief Strategy Officer and Co-founder, VantagePoint Performance
Recent research has shown that the most successful salespeople and managers are agile. In the face of volatile, uncertain, complex, and ambiguous (VUCA) buying decisions, high-performing sellers select their approach based on each situation.
This rich, research-based session will provide:
• The latest research into situational sales agility.
• An assessment of your teams’ ability to deploy the key dimensions of Insight, Influence, and Trust.
• An understanding of the 5Cs of sales capability building.
• How to create organizational agility through rapid support for each situational skill.
Wednesday, May 17, 2023 / 12:00 PM - 12:30 PM PDT
Tyler Huguley, Sr Director Analyst, Gartner
Sellers are notoriously bad at forecasting, yet leadership continues to ask for forecasts every month. Some sellers even spend up to 4.5 hours a month working on their forecast. In the age of technology and analytics, forecasting is better predicted using models and simple trending. Its time for sales operations to step-up and relieve this burden from sellers.
Wednesday, May 17, 2023 / 02:00 PM - 02:30 PM PDT
Tim Riesterer, Chief Research Officer, Corporate Visions
Buyers say 53% of lost deals could have been won if it weren't for missteps made by your reps. Problems are coachable and fixable if only you knew what they were and which reps needed what help. What if you could use those hidden buyer insights to win more deals? Join Tim Riesterer, Chief Strategy Officer at Corporate Visions, to learn to:
• Make invisible revenue problems visible with automated win-loss-no decision analysis
• Identify potential losses quickly, then adjust messaging and processes
• Provide coaching tailored to each rep based on buyer feedback
Tuesday, May 16, 2023 / 11:45 AM - 12:15 PM PDT
Michael Galvin, SALES ENABLEMENT MANAGER, Intelsat
Mark Grimshaw, SENIOR PARTNER, Korn Ferry
Join Intelsat and Korn Ferry sales experts as we reveal the secrets of successful selling in a dynamic marketplace. Learn how to leverage the latest technologies, methodologies, and sales skills to take your business to new heights. Our experts will share insights on strategic planning, sustainable growth, and how to build a winning sales team.
Tuesday, May 16, 2023 / 12:30 PM - 01:00 PM PDT
Daniel Hawkyard, Sr Principal, Advisory, Gartner
In today's age of complex buying consisting of 12+ members of the buying group with several switching during the buying process, relationships — the ones you have and don't have — matter more than ever. This session covers best practices and technologies that better identify, prioritize, map and link individual and organizational relationships to specific opportunities and initiatives.
Tuesday, May 16, 2023 / 12:30 PM - 01:15 PM PDT
Elizabeth Beard, Director Analyst, Gartner
Learn the fundamentals of sense making and ask your tough questions around assessments, implementation and adoption.
Tuesday, May 16, 2023 / 02:30 PM - 03:15 PM PDT
Elizabeth Beard, Director Analyst, Gartner
Learn about the different types of common sales methodologies in order to make a more educated decision on which methodology is right for your organization. Additionally we'll discuss how to best launch a sales methodology, whether that's through the use of a sales training service provider, do-it-yourself model, or a combination of both.
Tuesday, May 16, 2023 / 03:15 PM - 03:45 PM PDT
Ben Salzman, SVP, GTM, Zoominfo
Millie Beetham, Director of GTM Strategy & ZI Labs, Zoominfo
When sales and marketing teams are working together efficiently, you can unlock growth and profitability — faster. This session will show you how to uncover inefficiencies in your GTM motion, align your sales and marketing teams around common goals, and scale your business using GTM plays.
Tuesday, May 16, 2023 / 06:35 PM - 06:55 PM PDT
Julie Thomas, PRESIDENT & CEO, VALUESELLING ASSOCIATES-GBS
As organizations strive to improve customer experience and maximize customer lifetime value, their efforts are derailed by siloed departments, internal communication issues and disconnected tech stacks. While the solution is an aligned revenue engine, it’s challenging for sales and enablement leaders to implement a company-wide solution that fits the needs of all customer-facing teams. In this session, we’ll explore how best-in-class companies align their entire revenue function around a common framework, language and toolset to transform their GTM strategy and sales results.
Wednesday, May 17, 2023 / 10:00 AM - 10:20 AM PDT
Millie Beetham, Director of GTM Strategy & ZI Labs, Zoominfo
Ben Salzman, SVP, GTM, Zoominfo
The world of sales and marketing has changed dramatically over the last few years, but is your GTM team optimized for these changes? Modernizing how you go to market could be the difference in outpacing your competitors. This session will show you how to uncover inefficiencies in your GTM motion, align your sales and marketing teams around common goals, and scale your business using GTM plays. We’ll tell you how many plays to run, how to automate them, how to leverage Chat GPT, and how to build an org structure that supports an efficient GTM motion.
Wednesday, May 17, 2023 / 11:15 AM - 11:45 AM PDT
Tyson Goeltz, CRO, Reprise
Modern enterprise buyers increasingly want to do their own exploration, with less involvement from sales reps. Does that mean the role of enterprise sales is dead? Hardly. Sales leaders must guide teams into a data-driven era of consultative sales, which pairs hand-in-hand with a product-led growth strategy. This session will focus on how to maximize precious time with prospects while leaning into the unique human dynamics of a sales process. Attendees will learn how to blend the science of technology & data with the art of effective storytelling to become more relevant to the modern prospect.
Wednesday, May 17, 2023 / 11:15 AM - 11:45 AM PDT
Richard Barkey, CEO, Imparta Ltd.
Michelle Vazzana, Chief Strategy Officer and Co-founder, VantagePoint Performance
Recent research has shown that the most successful salespeople and managers are agile. In the face of volatile, uncertain, complex, and ambiguous (VUCA) buying decisions, high-performing sellers select their approach based on each situation.
This rich, research-based session will provide:
• The latest research into situational sales agility.
• An assessment of your teams’ ability to deploy the key dimensions of Insight, Influence, and Trust.
• An understanding of the 5Cs of sales capability building.
• How to create organizational agility through rapid support for each situational skill.
Wednesday, May 17, 2023 / 02:00 PM - 02:30 PM PDT
Meaghan Riley, GROUP VICE PRESIDENT, NORTH AMERICA ENTE, DocuSign
Do your 2023 priorities include stamping out inefficiencies to improve sales outcomes? Inefficient and outdated contract processes can quickly overwhelm your sellers and cost up to 9.2% of revenue. DocuSign helps remove that admin burden by automating and optimizing sales contracting—from custom contract generation to business workflows to insightful analytics. Help your sales org draft better contracts, close faster, and stand out with a modern experience.
Learn how DocuSign helped customers streamline their sales processes, making it easier for customers to buy from them.
Wednesday, May 17, 2023 / 02:45 PM - 03:15 PM PDT
Marty Resnick, VP Analyst, Gartner
This session will explore what the metaverse, specifically driven by digital humans and transformation by spatial computing, will mean to the future of sales and sales teams.
Tuesday, May 16, 2023 / 11:45 AM - 12:15 PM PDT
Michael Galvin, SALES ENABLEMENT MANAGER, Intelsat
Mark Grimshaw, SENIOR PARTNER, Korn Ferry
Join Intelsat and Korn Ferry sales experts as we reveal the secrets of successful selling in a dynamic marketplace. Learn how to leverage the latest technologies, methodologies, and sales skills to take your business to new heights. Our experts will share insights on strategic planning, sustainable growth, and how to build a winning sales team.
Tuesday, May 16, 2023 / 11:45 AM - 12:15 PM PDT
Helen Waite, Principal, Product Marketing, Mindtickle
Nick Salas, SR DIRECTOR, GLOBAL REVENUE ENABLEMENT, SirionLabs
Gordon Thompson, EVP PRESALES & BUSINESS STRATEGY, SirionLabs
Hear how Gordon Thompson, EVP of Pre-Sales and Business Strategy and Nick Salas, Sr. Director, Revenue Enablement at SirionLabs are aligning to target both short-term revenue objectives and long-term critical skill development across teams. By operating off a full picture of seller performance, ops and enablement can make strategic and nimble decisions that impact performance in the field before end of quarter.
Join us and you will leave with practical ideas on how enablement and ops alignment can help make your revenue generation more accelerated, more predictable, and more sustainable.
Tuesday, May 16, 2023 / 01:10 PM - 01:30 PM PDT
Krista Glantschnig, HEAD OF GLOBAL PRESALES, Litmos
Christie Bacchus, DIRECTOR OF MARKETING, Litmos
It’s tough out there for salespeople. Many are adapting to new work models and customers who are more informed than ever. In fact, 82% of reps say they’ve had to recently adapt to new ways of selling. Yet, you can ease these adjustments and reduce sales performance stress – by delivering training directly within the CRM, so they can learn in a known environment and feel supported in success. Join us for tips on making training an easy habit that improves sales performance. And, see a real-world example of how Litmos integrates with Salesforce for inspiration for your sales and partner teams.
Tuesday, May 16, 2023 / 01:45 PM - 02:15 PM PDT
Dana Therrien, VP CRO PRACTICE, ANAPLAN - CA
Driving profitable growth and improving sales productivity amidst volatility has created constant pressure on sales and operations leaders. To offset the pressure and respond faster, businesses are turning to agile, collaborative, and data-driven processes to build more resilient go-to-market strategies. Discover the steps you can take to transform your sales planning. Learn a new approach to hit revenue targets relying on your data, scenario planning and AI, to optimize your strategy from account segmentation and sales capacity planning to quota setting and incentive comp plan design.
Tuesday, May 16, 2023 / 01:45 PM - 02:15 PM PDT
Red Hat is undergoing a digital transformation to enable their continued double-digit growth through building and managing their pipeline with best-in-class sales automation and tools across their GTM stack. As a pioneer and leader in the open-source movement, their sales teams partner with the world’s largest companies to drive innovation through the power of open-source operating systems and software. By enabling their sales team to better know their customers through AI and automation combined with disciplined pipeline management, Red Hat continues to set the bar for B2B software sales
Tuesday, May 16, 2023 / 02:00 PM - 02:20 PM PDT
Bruce Wedderburn, CHIEF SALES OFFICER, Integrity Solutions
More than any other factor, the quantity and quality of your sales team’s conversations will determine whether or not your organization reaches its sales goals this year.
As companies look for organic growth leaders can be tempted by the latest technology, app, or platform that promises to be that elusive silver bullet. But the reality - Your salespeople must still be able to have authentic, human, and valuable conversations! This session will discuss the three critical conversations that will determine your organization’s quota achievement, and how leaders can coach to improve outcomes from each one.
Tuesday, May 16, 2023 / 06:10 PM - 06:30 PM PDT
Ben Brantly, GM SALES PERFORMANCE MANAGEMENT, Salesforce
Mark Loesel, Director of Product Marketing, Salesforce
Every sales organization wants to unlock efficient growth – but static sales plans can't keep up with today's pace of change. The companies that thrive will be those that anticipate and adapt to changing conditions, take clunkiness out of the planning experience, and unify teams to improve plan effectiveness.
In this session, you'll get a first look at Salesforce's all-new, end-to-end solution designed to make the planning process agile, intuitive, and collaborative. Join us to learn how Sales Planning – native to your CRM – can help your company create plans that deliver results.
Tuesday, May 16, 2023 / 06:35 PM - 06:55 PM PDT
Julie Thomas, PRESIDENT & CEO, VALUESELLING ASSOCIATES-GBS
As organizations strive to improve customer experience and maximize customer lifetime value, their efforts are derailed by siloed departments, internal communication issues and disconnected tech stacks. While the solution is an aligned revenue engine, it’s challenging for sales and enablement leaders to implement a company-wide solution that fits the needs of all customer-facing teams. In this session, we’ll explore how best-in-class companies align their entire revenue function around a common framework, language and toolset to transform their GTM strategy and sales results.
Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT
Steve Rietberg, VP Analyst, Gartner
Typical seller productivity metrics tell a limited story. They allow managers to gauge performance using arbitrary targets, but they don’t reveal which success factors really drive individual performance. Join this session to learn how comparative performance metrics enable leaders to understand why top performers win.
Wednesday, May 17, 2023 / 11:15 AM - 11:45 AM PDT
Andrew Peterson, CO-CEO, Clozd, Inc.
Spencer Dent, CO-FOUNDER, CO-CEO, Clozd, Inc.
Win-loss analysis is an emerging best practice that helps elite sales teams win a greater percentage of deals in their pipeline. When done correctly, win-loss analysis gives CROs a data-driven view into why their team wins and loses, and exposes the strategic changes that must be made to improve win rates by as much as 50%. Join the founders of Clozd as they share best practices for doing win-loss analysis right, along with case studies of sales teams who have used win-loss analysis to improve win rates and hit growth targets amidst macro-economic turmoil.
Wednesday, May 17, 2023 / 02:00 PM - 02:30 PM PDT
Jason Loh, CHIEF PRODUCT OFFICER, Varicent
Joel Shapiro, PROFESSOR, Northwestern University, Kellogg School of Management
Ineffective go-to-market strategies have costly impacts: missed targets, frustrated sellers, and tough leadership decisions. Leading revenue teams partner with Varicent to find a better way, using strategic insights and tools to confidently place the right bets. Joel Shapiro, Professor of Data Analytics at Kellogg School of Management, and Jason Loh, Chief Product Officer, Varicent, share how Varicent uniquely helps customers build dynamic planning processes, deploy evidence-driven strategies to tackle volatile markets, and deliver a clear path to quota for the entire commercial organization.
Wednesday, May 17, 2023 / 02:00 PM - 02:30 PM PDT
Tim Riesterer, Chief Research Officer, Corporate Visions
Buyers say 53% of lost deals could have been won if it weren't for missteps made by your reps. Problems are coachable and fixable if only you knew what they were and which reps needed what help. What if you could use those hidden buyer insights to win more deals? Join Tim Riesterer, Chief Strategy Officer at Corporate Visions, to learn to:
• Make invisible revenue problems visible with automated win-loss-no decision analysis
• Identify potential losses quickly, then adjust messaging and processes
• Provide coaching tailored to each rep based on buyer feedback
Wednesday, May 17, 2023 / 03:30 PM - 04:00 PM PDT
Greg Hessong, Sr Director, Advisory, Gartner
This breakout will cover the essential technologies sales managers need to unlock the full potential of their teams. We'll dig into 3 use cases: pipeline and forecast management, deal coaching and rep performance management. We'll also examine how AI is rapidly changing the way sales leaders perform their roles. Walk out of this breakout with ideas for improving your frontline management capabilities.
Tuesday, May 16, 2023 / 11:00 AM - 11:30 AM PDT
Christopher Gamble, Sr Director Analyst, Gartner
Maria Boulden, VP, Team Manager, Gartner
Uncertain economic times often lead to immediate cost-cutting directives, yet the top line targets don’t change. CFOs often lead this charge, creating a need for a strong CFO-CSO partnership.
This session will cover Gartner’s current economic outlook along with the tools to get the CFO from “no” to “yes” on projects critical to the CSO. We’ll review Gartner’s CFO research along with the format, the data and the discussion choreography required to close what may be the hardest sale of all: the internal one.
Tuesday, May 16, 2023 / 01:15 PM - 02:15 PM PDT
Maria Boulden, VP, Team Manager, Gartner
This session will cover various topics, including how the role of CFO is evolving; achieving profitable growth through proposals; how CFOs are compensated; the 24/7 CFO mindset; finding the “spend anything” initiatives; equipping CFOs with the story they need to tell to board and CEO; how CFOs mindset changes across the business cycle; and using the first no to get feedback.
Tuesday, May 16, 2023 / 03:15 PM - 03:45 PM PDT
Ben Salzman, SVP, GTM, Zoominfo
Millie Beetham, Director of GTM Strategy & ZI Labs, Zoominfo
When sales and marketing teams are working together efficiently, you can unlock growth and profitability — faster. This session will show you how to uncover inefficiencies in your GTM motion, align your sales and marketing teams around common goals, and scale your business using GTM plays.
Tuesday, May 16, 2023 / 06:10 PM - 06:30 PM PDT
Ben Brantly, GM SALES PERFORMANCE MANAGEMENT, Salesforce
Mark Loesel, Director of Product Marketing, Salesforce
Every sales organization wants to unlock efficient growth – but static sales plans can't keep up with today's pace of change. The companies that thrive will be those that anticipate and adapt to changing conditions, take clunkiness out of the planning experience, and unify teams to improve plan effectiveness.
In this session, you'll get a first look at Salesforce's all-new, end-to-end solution designed to make the planning process agile, intuitive, and collaborative. Join us to learn how Sales Planning – native to your CRM – can help your company create plans that deliver results.
Wednesday, May 17, 2023 / 10:00 AM - 10:20 AM PDT
Millie Beetham, Director of GTM Strategy & ZI Labs, Zoominfo
Ben Salzman, SVP, GTM, Zoominfo
The world of sales and marketing has changed dramatically over the last few years, but is your GTM team optimized for these changes? Modernizing how you go to market could be the difference in outpacing your competitors. This session will show you how to uncover inefficiencies in your GTM motion, align your sales and marketing teams around common goals, and scale your business using GTM plays. We’ll tell you how many plays to run, how to automate them, how to leverage Chat GPT, and how to build an org structure that supports an efficient GTM motion.
Wednesday, May 17, 2023 / 11:15 AM - 11:45 AM PDT
Sidney Sollazo, DIRECTOR, SALES ENABLEMENT, unknown
Heather Cole, VP MARKET INSIGHTS, Seismic
Join us to hear how Rockwell Automation successfully transformed their customer conversations from leading with product to leading with outcomes. Director of Sales Enablement Sidney Sollazo will walk us through the journey of what it takes to make this massive transition, the results they have seen and the lessons learned.
Wednesday, May 17, 2023 / 12:00 PM - 12:30 PM PDT
Rachael Buchler, Sr Director Analyst, Gartner
CSO's need to drive forward a modern GTM strategy that engages the wider commercial organization and has the customer at its core. This session will look at how leaders across the functions of Sales, Marketing, Customer Success and Customer Service and Support can collectively change the game of their customers' experience and unlock new revenue growth.
Wednesday, May 17, 2023 / 02:00 PM - 02:30 PM PDT
Jason Loh, CHIEF PRODUCT OFFICER, Varicent
Joel Shapiro, PROFESSOR, Northwestern University, Kellogg School of Management
Ineffective go-to-market strategies have costly impacts: missed targets, frustrated sellers, and tough leadership decisions. Leading revenue teams partner with Varicent to find a better way, using strategic insights and tools to confidently place the right bets. Joel Shapiro, Professor of Data Analytics at Kellogg School of Management, and Jason Loh, Chief Product Officer, Varicent, share how Varicent uniquely helps customers build dynamic planning processes, deploy evidence-driven strategies to tackle volatile markets, and deliver a clear path to quota for the entire commercial organization.
Wednesday, May 17, 2023 / 10:30 AM - 11:00 AM PDT
Elizabeth Beard, Director Analyst, Gartner
Learn how sellers can still be highly effective when there's a growing preference for a rep-free experience and omnichannel buying. In this session learn about how to determine what customers need throughout their buying journey, how to leverage marketing data to help sales, and how buyer enablement tools can help the customer feel confident in their purchase.
Wednesday, May 17, 2023 / 02:00 PM - 02:30 PM PDT
Tim Riesterer, Chief Research Officer, Corporate Visions
Buyers say 53% of lost deals could have been won if it weren't for missteps made by your reps. Problems are coachable and fixable if only you knew what they were and which reps needed what help. What if you could use those hidden buyer insights to win more deals? Join Tim Riesterer, Chief Strategy Officer at Corporate Visions, to learn to:
• Make invisible revenue problems visible with automated win-loss-no decision analysis
• Identify potential losses quickly, then adjust messaging and processes
• Provide coaching tailored to each rep based on buyer feedback